Buying Facilitation® Method

Morgen Facilitations, Inc. - www.newsalesparadigm.com - [email protected] - 512-457-0246

IT'S NOT YOU. IT'S NOT YOUR PRODUCT.

WHAT'S STOPPING YOU FROM CLOSING ALL OF THE SALES YOU

SHOULD BE CLOSING?

1

WHAT IF YOU COULD HELP THEM UNDERSTAND HOW TO DECIDE?

WHAT IF YOU COULD FACILITATE THEIR BUYING PROCESS?

IT'S THE HIDDEN PLACE BUYERS GO TO MAKE A BUYING DECISION.

THE BUYING DECISION PROCESS IS DIFFERENT FROM THE PROBLEM RESOLUTION PROCESS.

Buying Decision Funnel

Product Decision Funnel

Buyers Manage Internal Decisions for Buy-In

and Change.

Sellers Support Choices to Resolve Identified Problem

THERE ARE TWO PHASES OF SELLING 2

What’s the problem that needs resolving?

What people, policies, political issues need

consideration?

What are the needs?What problems need resolving?

What product or solution is best?

How to implement it?


Solution

Which stakeholders need to be included? What criteria must be met for their buy-in?

What decisions must be made around current

vendors?

PROBLEMS WITH IGNORING THE BUYING DECISION 3

Without Buying Facilitation

With Buying Facilitation

Close sale in half the time

Trusted Advisor status on first call

No objections

Communication agreements set early

Product purchase a natural result of solution design and decision facilitation

Prospects discovered, created, omitted on first call

Full range of needs discovered quickly

Protracted sales cycles

Difficulty differentiating

Price/time/need objections

Long, unmanageable silences

Money/time spent on RFPs, product placement, presenting

Time wasted on inappropriate prospects

Leave money on the table


Where are we? How did we get here? What's missing?

How can we resolve our problem with known (familiar) resources?

How do we get buy-in from all elements associated

with Identified Problem?

THE BUYING DECISION HAS MANY COMPLEXITIES

Identify present and historic elements that maintain Identified Problem.

Decide if familiar solution provider can resolve Identified Problem. Decide criteria for choosing new solution provider if

necessary.

Recognize how to manage problem resolution so all stakeholders and policies can buy-in without fallout.

Buying Decision Funnel

4


BUYERS AND SELLERS HAVE DIFFERENT JOBS

BUYER

SELLER

All Elements addressedIssues uncoveredProblems defined

Change issues notedDecision makers in agreement

Policies upheld

Appropriate information to manage all unique variables

DecideCollaborateNegotiate

PartnerImplement

5


WHERE DOES ALL THE TIME GO?6


Initial sales presentation Follow-up visits

Completethe sale

BUYER

SELLER

Complex decision process

CONVENTIONAL SELLING

Facilitated buying decision

BUYER

SELLER

BUYING FACILITATION Complete

the sale(Problem-solvingProduct placementand Final close)

WHAT RESULTS CAN YOU EXPECT?7


Sales close in half the time prospects manage and mitigate decision issues quickly

all stakeholders and hidden criteria discovered from first call

Further time benefits viable buyers and tire kickers discovered on first call expensive presentations no longer necessary

new prospects generated outside normal demographic

Creating value every visit entire decision team joins first visit

Respond only to winnable RFPs or get invitation to design RFP

Rapidly reach trusted collaboration become part of decision team and accelerate discovery

200-600% proven increase over conventional results

WHAT RESULTS CAN YOU EXPECT?8


Would you rather sell? Or have someone buy?

Sharon Drew Sharon Drew MorgenMorgen

Morgen Facilitations, Inc.411 Brazos St. #220

Austin TX 78701

512-457-0246

[email protected]

www.newsalesparadigm.com

www.sharondrewmorgen.com

www.buyingfacilitation.com

http://www.newsalesparadigm.com/

http://www.sharondrewmorgen.com/

http://www.buyingfacilitation.com/

Business

Buying Facilitation® Method